Basic Sales Training

Learn sales techniques and gain useful selling skills

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Sales person on phone

Basic Sales Skills Course

Acquire basic sales skills and gain confidence to make telephone or face-to-face sales.

This one-day basic sales training course provides a comprehensive introduction to successful selling. Participants learn customer-focused selling techniques as well as new skills for starting a sales conversation, building client rapport, selling a particular product or service and closing the sale.

This sales course will develop the participants’ skills, behaviour and confidence to sell over the telephone and face-to-face.

The training also aims to provide participants with an understanding of core sales principles, as well as basic selling skills to convert sales enquiries into business.

See course overview

  • Our basic sales training is ideal for anyone new to a sales role, or who has a little experience but no formal training and would like to understand more about the sales process and develop their selling skills.
  • The course will be tailored to your marketplace and industry sectors and we will use your own examples of customers, clients and targets for discussion and role-play practise.

As a follow-on to the introductory sales training, we also offer intermediate sales training aimed at consultants, experts and professionals. This two-day course further develops the participants’ selling skills in progressing the sale, gaining customer commitment and overcoming customer concerns and objections.

Course objectives

By the end of this one-day basic sales training course, the participants will:

  • Understand what makes a great sales person.
  • Follow a customer-focused sales process to guide their sales conversations and match the buying cycle.
  • Create a great first impression and opening to a sales conversation.
  • Identify needs and opportunities through effective questioning and listening.
  • Introduce services and products using features and benefits.
  • Gain commitment from customers when closing the customer conversation.

See course overview

What makes a good sales person?

  • Exercise – a typical sales person
  • What is selling?
  • Behaviours, skills and mindset of a good sales person
  • Facilitator presentation, small group activity, plenary discussion, individual reflection

How people buy

  • The buying process
  • Principles of great customer-focused selling
  • The sales model
  • Applying to your business and role
  • Facilitator input, discussion, partner work

Opening a sales conversation

  • Outbound and inbound sales calls
  • Face-to-face meetings
  • First impressions
  • The impact of verbal and non-verbal behaviour
  • Practise

Building rapport

  • Importance of rapport and relationships
  • How we build rapport in a sales context
  • Levels of rapport
  • Small group work, facilitator input

Fact finding and uncovering needs

  • Listening skills; face-to-face and on the telephone
  • Active listening
  • Questioning skills
  • Open and closed questions
  • Summarising
  • Small group exercises, facilitator input, discussion
  • Developing questions related to typical buyers and the organisation’s products and services
  • Small group work

Proposing a solution

  • Defining features, advantages and benefits
  • Understanding the features, advantages and benefits of your products and services
  • Presentation, group exercise, practical activities in pairs

Closing the call and gaining commitment

  • What is closing?
  • Barriers to closing
  • Checking skills
  • Buying signals
  • Asking for the business/next steps
  • Facilitator input, partner work

Practice sessions

  • Practising a ‘real’ sales scenario in triads
  • Feedback
  • Group review of learning

Follow through

  • Importance of organisational skills and follow-up
  • Follow-up actions
  • Monitoring next steps
  • Buyer’s remorse
  • Facilitation and group discussion

Learning review and feedback

  • Review workshop and personal objectives

The training will be supported with:

  • An optional participant pre-course questionnaire and/or pre-course reading introducing basic sales techniques for non-sales people.
  • A colour printed workbook with selling tips, techniques and space for personal notes

Check pricing

Basic sales training - UK pricing

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Price List

Testimonials from previous attendees


Complete our contact form and we’ll be in touch shortly, or phone between 9:00 and 17:00 Monday to Friday.

If you prefer, you can email us your enquiry.

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